After a recent recommendation I was keen to read Spin Selling by Neil Rackham - denoted as the go-to book on technical high value selling. What I found was 238 pages of quality explanation on behaviours, techniques and analysis on what works and what doesn’t for both the small ‘quick’ sale (typically low value items with one decision maker) VS high value strategic sales (with long lead times and multiple levels of decision making and scrutiny). Unusual for a book of this kind